Describe all the components of the negotiation

Reference no: EM132953354

The Manager As Negotiator

Paper: Write 4-6 pages, double space, about an observed negotiation, from television or real life. Describe all the components of the negotiation and explain how the negotiation you chose to write about happens step by step.

Remember that the midterm paper is not a story about a negotiation, it is about the parts of the negotiation, BATNA, is the first thing to be determined, for both sides, it is not possible to identify position (wants or interests (needs) without determining the Best Alternative to a Negotiated Agreement, Identify Stakeholders, Discuss Preparation, Interest Map.

In your writing assignment you want to break the negotiation down into BATNA, Interests, Positions, stakeholders, Constituents.

BATNA- (Best Alternative to a Negotiated Agreement),
Stakeholders (Everybody in the Organization),
Constituents (People Who Directly Benefit from the Negotiation),
Interest (Need),
Position (Want)
Win/Win (Negotiation is Based on Maintaining a Relationship)

A Short Example: A scenario about a husband who inherited money

BATNA, the husband inherited money, he wants to know if he can keep it from his wife, and not share, his BATNA is I want all the money, his excuse is she never liked his mom, totally not relevant to the money, his wife's BATNA, if she knew may be" it is half mine", who are the Stake Holders, husband, wife, what is the Position (wants), it is I am keeping all the money, what is Interest( the need,) to keep a happy wife, what is the Win/Win, both husband and wife are happy, she may not care if he keeps the money, but he needs to know, finding out about his wife's position is inoculation.

Discuss a famous negotiation then break it down into how these parts in the short example show in the process of writing the elements of a negotiation, do not write 12 pages of a negotiation, write the negotiation and explain these parts, the paper can be about 5 pages, that can cover the requirements.

Attachment:- The Manager As Negotiator.rar

Reference no: EM132953354

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